Marlstone Legal / BB-Demo – Demo
Callcompleted
Marlstone Legal: documents · 2025-01-29 12:15
Hannah Lowe showed Elliot Kirkby three query scenarios on Marlstone Legal's own kind of data. He saw value in over-budget matters and asked about preparation. Tom Ashdown owes the IT questionnaire this week.
What was said
What this says
Current to 11 Oct 26Hannah Lowe showed Elliot Kirkby three query scenarios on Marlstone Legal's own kind of data. He saw value in over-budget matters and asked about preparation. Tom Ashdown owes the IT questionnaire this week.
What happened: Hannah demoed partner calls by client, matters over budget and clients with no call in six months. Elliot confirmed these are queries Marlstone already needs but assembles by hand.
Customer view: Elliot found the over-budget query useful and said they always lose track of that. He asked what preparation is needed and whether this is the security review.
Commercial: This is a pre-sale demo, not a renewal. Elliot asked to get Emma on a call, which suggests a wider buyer is being brought in.
Watch: Hannah said the longer security review happens at week six. Tom promised the IT questionnaire this week and a slot with Emma next week, and the evidence does not show Emma's role or surname.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the IT questionnaire with the proposal package this week.
- Tom Ashdown to arrange a call with Emma next week.
Risks
Current to 9 Oct 26- The IT questionnaire and week six security review could slow sign-off if the IT lead is not brought in early.
Opportunities
Current to 9 Oct 26- Elliot sees clear value in over-budget matter tracking and partner call history, which fits the brain on CRM, calls and billing data.
- Elliot wants Emma on a call, which could widen the buying group.
Transcript
Tom Ashdown NoneElliot, this is a follow-up on the demo, we wanted to walk through a couple more scenarios you'd mentioned last time.
Hannah Lowe NoneSo specifically, you'd asked about seeing partner calls by client. Let me show you that query.- Hannah Lowe None'Show me all calls with client Acme where the partner on the call is Jane.' Here's what you get: four calls, dates, durations, plus notes from the call record. You can see everything Jane talked about with that client.
Elliot Kirkby NoneSo if Jane's out and someone needs to jump in on a call with Acme, they can see the history?- Hannah Lowe NoneExactly. They've got the full context: prior calls, current matters, billing status, all in one place.
- Hannah Lowe NoneSecond scenario: matters over-budget. 'Show me all matters where spend exceeds the original estimate.' We'd pull that from your billing and matter records.
- Elliot Kirkby NoneThat's useful. We always lose track of that.
- Hannah Lowe NoneIt's a one-line query. You'd run it weekly, catch things early, take action.
- Hannah Lowe NoneAnd third: client relationship health. 'Show me clients who haven't had a call in the past six months.' You'd identify stalled relationships and reach out.
- Elliot Kirkby NoneRight. So these are all queries that exist now, but we have to manually assemble them.
- Hannah Lowe NoneYep. The brain automates that. You run the query, you get the answer in seconds, the data refreshes every night.
- Elliot Kirkby NoneWhat about the other systems, is there anything we need to do to prepare?
- Hannah Lowe NoneAPI access to your CRM, call recorder, and billing system. Your IT team gives us credentials, we test the connection, and we're off. We'll send an IT questionnaire: ask about security, integrations, that sort of thing. Just run it past your IT lead.
- Elliot Kirkby NoneIs that the security review you mentioned?
- Hannah Lowe NoneThat's part of it. The longer security review happens week six: we'll send a document, your IT team reviews our controls, asks questions. Typical turnaround is a week.
- Elliot Kirkby NoneOK so I should loop my IT lead in now?
- Hannah Lowe NoneYeah, just so they're aware. Tom'll send the IT questionnaire as part of the proposal package.
- Tom Ashdown NoneI'll get that to you this week. Anything else before we wrap up?
- Elliot Kirkby NoneWhen's Emma free? I want to get her on a call.
- Tom Ashdown NoneNext week sometime. I'll reach out directly and we'll find a slot.
- Elliot Kirkby NoneGood. Cheers, Tom, Hannah.